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Retail category management with store brand sourcing
Yasin Alan, Mumin Kurtulus, Alexander Maslov
Vanderbilt University, United States of America
We analyze a retailer’s interactions with a national brand manufacturer (NBM) using a setting in which the retailer makes category management and store brand (SB) sourcing decisions and the NBM strategically determines whether it should produce the retailer’s SB. Our analysis sheds light on different SB strategies observed in practice.
Algorithmic assortment curation: An empirical study of Buybox in online marketplaces
Santiago Gallino1, Nil Karacaoglu2, Antonio Moreno3
1The Wharton School, United States of America; 2Fisher College of Business, The Ohio State University; 3Harvard Business School, Harvard University
The majority of online sales worldwide take place in online marketplaces that connect many sellers and buyers. Online marketplaces adopt algorithmic tools to curate how the different options in an assortment are presented to customers. This paper focuses on one such tool, the Buybox, that algorithmically chooses one option to be presented prominently to customers. Our analyses show that the Buybox produces benefits for customers, sellers, and the marketplace.
A customer choice model of impulse buying in social commerce
Fernando Bernstein, Yuan Guo
Duke University, United States of America
Social commerce integrates user interactions and user-generated content with commercial activities in the context of social media platforms. Examples include the "shop" feature on Instagram. A social media user's on-site purchase decision involves a transformation of the mindset from "social" to "shopping" stimulated by the impulse to purchase. We propose a novel choice model to capture users' shopping behavior on social media sites and examine two strategies to sell through social media.